Be a Little Less Positive … and 6 More Bonus February Tips for Jewelers

SELF-IMPROVEMENT

Be a Little Less Positive

Endless optimism can actually block progress. New York University psychology professor Dr. Gabriele Oettigen found that people who only imagine success often lose motivation to act. She recommends “mental contrasting”: picture your goal, then map the barriers. Obstacles stop being scary when they’re part of the plan. A dose of realism beats empty cheer.

INVENTORY

Cash Beats Clutter

Unsold jewelry isn’t an asset in a downturn — it’s a liability that eats space and strangles cash flow. “Stock is not worth what you paid if it doesn’t sell, but debt is worth the face amount,” says David Blitt, owner of Troy Shoppe Jewellers in Calgary, AB. Translation: debt stays heavy, dead stock gets worthless. Cash is king. Clutter is a coffin.

MERCHANDISING

Side-by-Side Selling Changes Everything

Side-by-side selling isn’t just a new case — it’s a new way of selling. Kate Peterson, late INSTORE management columnist, said owners who make the leap must retrain staff to ditch stiff, across-the-counter habits. “It’s an entirely different interaction with the customer that requires a more collaborative approach,” she explained. Standing shoulder-to-shoulder changes the vibe from “us versus them” to “we’re in this together.” Customers relax. Sales climb.

LEADERSHIP

Show What You Value

Ignoring a poor performer damages more than productivity. It undermines the values you claim to uphold, says Joseph Grenny, co-author of Crucial Accountability. People want to work for an organization that maintains high standards. By acting promptly to address poor performance on your staff, you reinforce a culture your team can respect and be proud of.

MOTIVATION

Track With Small Wins

Five good minutes. That’s all it takes to shift momentum. James Clear, author of Atomic Habits, says five minutes of exercise, writing, or conversation can reset your entire day. Record progress on a chart, celebrate the tiniest wins, and don’t let one missed day snowball into quitting. Small wins add up to big momentum.

STORE DESIGN

Lighting Is More Than Bright Cases

The old “light up the showcase and call it a day” approach is done. Jesse Balaity of Balaity Property Enhancement says today’s jewelers use LEDs to create atmosphere everywhere — from lounge corners to bar areas. Decorative and indirect light makes a space feel welcoming and modern. Customers notice the mood before they ever notice the merchandise.

SALES

The $500K Walk

That customer in sandals? They could be worth half a million over 20 years. The real jewelry buying cycle begins at 45 when the mortgage is paid and kids are gone. These habitual customers visit twice yearly for two decades. Sales trainer Shane Decker warns: “If you walk that couple, you’re walking $500,000 in business.” Every customer deserves your A-game.